8 articles in this category
Negotiation is often viewed as an art, but successful deal-making relies on structured sequences that can be learned and refined. This comprehensive g...
Negotiation is rarely a single event. It is a sequence of moves—offers, questions, concessions, pauses—that build on one another. The order and timing...
Every negotiator has felt it: that moment when the deal stalls because you raised the price term too early, or you settled on scope before understandi...
Negotiations are rarely a single conversation. They unfold over time, across multiple interactions, with each move shaping the next. Yet many negotiat...
Every negotiator has felt the disconnect. You prepare a careful sequence—open with rapport, state your position, explore interests, then bargain. But ...
Negotiation is often called an art, but the most effective negotiators treat it as a composition—a deliberate sequence of moves, pauses, and transitio...
Introduction: The Parallel Between Fitness and Outreach FailureIn my practice, I've observed a striking parallel between the chaos of a new gym in Jan...
Most negotiation sequences fail not because of bad tactics, but because of bad timing. The difference between a deal that closes smoothly and one that...